MBA PROGRAMME

CLASS OF 2021
Semester III (IIIA)
Weekly Class Schedule
FOR THE WEEK OF SEPTEMBER 28 TO OCTOBER 02, 2020

28-Sep 29-Sep 30-Sep 1-Oct 2-Oct

Auditorium B-3
Mon Tue Wed Thu Fri

*
Class 1 0830-1000 IF FI IF FI SCM
5 5 6 6 6

*
Class 2 1030-1200 SFM DM SFM SCM
5 5 6 7

*
Class 3 1230-1400 RM MWPD RM MWPD DM
5 5 6 6 6

Class 4 1500-1630 CG SCM CG

4 5 5

Class 5 1730-1900 CA MIA CA MIA

5 5 6 6

1. The soft copy of the weekily schedule is available on the main page of LUMS website
www.lums.edu.pk - Information For: Students/Schedules/MBA Schedule
2. For course titles and instructors, please turn overleaf.

* Follow the timing given on the inner pages for Friday, October 02.
 MBA CLASS OF 2021
Semester III (IIIA)
LIST OF COURSES BEING OFFERED

Code Course Title INSTUCTORS UNITS

CA Consumer Analytics Ghufran Ahmad 0.5

CG Corporate Governance Khalid A Mirza 0.5
DM Digital Marketing Anwar Kabir 0.5
FI Financial Institutions Samir Ahmad 0.5
IF International Finance Tanveer Shehzad 0.5
MIA Managing in the Information Age M Umar Zafar 0.5
MWPD Managing Work Place Diversity Ghazal Mir Zulifqar 0.5
RM Retail Management Qaiser R Sheikh 0.5
SFM Sales Force Management M Luqman Awan 0.5
SCM Supply Chain Management Shakeel Sadiq Jajja 0.5
 SULEMAN DAWOOD SCHOOL OF BUSINESS
MBA PROGRAMME

CLASS OF 2021
AUDITORIUM B-3
Semester III (IIIA)
Weekly Class Schedule

Assignments for the week of September 28 to October 02, 2020

Individual:
Link: https://zoom.us/j/98315226610?pwd=Mno3TlI0VENDRFEwaGVTWnQzRGVnUT09
Meeting ID: 983 1522 6610
Passcode: 081593

Note:

 All sessions will be started and hosted by TAs from SDSB Auditoriums initially. Faculty
will be made co-host or host later, as required.
 All classes should be joined using zoom link above which will remain the same for the
whole semester.

MONDAY, SEPTEMBER 28

0830 - 1000 INTERNATIONAL FINANCE

TANVEER SHEHZAD

Instructor Venue: Off Site LUMS

Teaching Assistant: Ansa Naveed

Topic: Foundations of International Finance - V: FinTech

Case: Karandaaz Fintech Disrupt Challenge- The Way Forward

Assignment:

1. What are the challenge faced by Karandaz?

2. How other traditional financial firms will be affected due to

FinTech?

3. How FinTech can improve Financial inclusion?

Read: A Global FinTech Overview

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1000 - 1030 Tea break

1030 - 1200 SALES FORCE MANAGEMENT

MUHAMMAD LUQMAN AWAN

Instructor Venue: Auditorium B-3

Teaching Assistant: Ansa Naveed

Topic: Key Account Management

Cases:

1. Siebel Systems Anatomy of a Sale Part 1

2. Siebel Systems Anatomy of a Sale Part 2

Assignment: To read Part 1 and Part 2, pausing at each of the questions

inserted in the text to form an opinion, then reading on.

Read: Making a Major Sales

1200 - 1230 Break

1230 - 1400 RETAIL MANAGEMENT

QAISER R SHEIKH

Instructor Venue: Auditorium B-3

Teaching Assistant: Ansa Naveed

Topic: Merchandising and Operations

Case: Merchandising at Nine West Retail Stores

Read: Rocket Science Retailing is Almost Here – Are you Ready?

1400 - 1500 Lunch break

1500 - 1630 CORPORATE GOVERNANCE

KHALID A MIRZA

Instructor Venue: Auditorium B-3

Teaching Assistant: Muhammad Ali

Topic: Governance Failure (ii)

Read: Procomp Informatic: Stepping on Ethical Landmines in Asia

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1630 - 1730 Break

1730 - 1900 CONSUMER ANALYTICS

GHUFRAN AHMAD

Instructor Venue: Auditorium B-3

Teaching Assistant: Haseeb Asif Bajwa

Topic: Discriminant Analysis: Case Study and Class Exercise

Case: Shiva Tourist Dhaba

Read: Chapter 18 of Malhotra and Dash (Supplementary)

TUESDAY, SEPTEMBER 29

0830 - 1000 FINANCIAL INSTITUTIONS

SAMIR AHMAD

Instructor Venue: Auditorium B-3

Teaching Assistant: Madiha Khurshid

Topic: Investment Banking

Case: Investment Banking in 2008 (A): Rise and Fall of the Bear

Read: History if Investment Banking

1000 - 1030 Tea break

1030 - 1200 DIGITAL MARKETING

ANWAR KABIR

Instructor Venue: Auditorium B-3

Teaching Assistant: Muhammad Ali

Topic: Product Strategies in Digital Context

Case: The New York Times Paywell Presentations

Assignment:

1. Is the Paywall working?

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 2. How would you evaluate the current Paywall compared with the
two prior ones? Do you think it is appropriately designed
compatred with the Financial Times or the Wall Street Journal?

3. Why are newspapers in trouble? What is the goal of The Times in

creating the Paywall?

4. Should The Times actively manage its transition from print to

digital?

5. Does the paywall seem like a good strategy for newspapers in

general?

Read: Pricing and Market Making on the Internet

1200 - 1230 Break

1230 - 1400 MANAGING WORK PLACE DIVERSITY

GHAZAL ZULFIQAR MIR

Instructor Venue: Auditorium B-3

Teaching Assistant: Madiha Khurshid

Topic: The Business Case for Diversity Vs. Social Justice

Cases:

1. Managing Diversity at Spencer Owens & Co.

2. Managing Diversity at Cityside Financial Services

Assignment:

1. What is the root cause of the problems that Spencer Owens and
Co. and Cityside Financial Services are encountering?

2. What needs to change in each organisation to address these

problems?

3. Should organisations aspire to be culturally diverse and, if so,

why?

1400 - 1500 Lunch break

1500 - 1630 SUPPLY CHAIN MANAGEMENT

SHAKEEL S JAJJA

Instructor Venue: Auditorium B-2

4
 Teaching Assistant: Madeeha Khursheed

Topic: Demand, Supply, Network and Risk Management

Case: Zara: IT for Fast Fashion

Assignment: See the case.

Read:

1. IT Doesn’t Matter
2. Does IT Matter? An HBR Debate (Skim)

1630 - 1730 Break

1730 - 1900 MANAGING IN THE INFORMATION AGE

M. UMAR ZAFAR

Instructor Venue: Auditorium B-3

Teaching Assistant: Anmol Ahmed

Topic: Designing and Managing IT Driven Change in Organisations

Case: Pak Elektron Limited: Converting Systems to ERP

Assignment:

1. What was the extent of PEL’s business complexity and how had it
impacted systems development?

2. What was the nature of urgency to replace the legacy systems and
how well did the management respond to it?

3. What strategy would you recommend to PEL to convert its systems

to ERP?

Read: Note on Information Technology and Strategy

WEDNESDAY, SEPTEMBER 30

0830 - 1000 INTERNATIONAL FINANCE

TANVEER SHEHZAD

Instructor Venue: Off Site LUMS

Teaching Assistant: Ansa Naveed

5
 Topic: International Portfolio Diversification – I

Case: Innocents Abroad: Currencies and International Stock Returns

Assignment: Please read the case.

Note:

1. Assignment 1 will be delivered in this class. It’s an individual

assignment.
2. Quiz 1 expected on sessions 1- 5. You may bring a hand-written
double sided A4 size help sheet.

1000 - 1030 Tea break

1030 - 1200 SALES FORCE MANAGEMENT

MUHAMMAD LUQMAN AWAN

Instructor Venue: Auditorium B-3

Teaching Assistant: Ansa Naveed

Topic: Compensation, Recruitment, Motivation, Performance Evaluation

Case: Mary Kay Cosmetics Sales Force Incentives (A)

Assignment:

1. Calculate the annual income of

a) a beauty consultant who sells an average of $150 (at

wholesale value) of product per month
b) a VIP team leader with 15 recruits who average monthly
personal sales of $650 and team sales of $3,200 (Assume
she receives 12% commission on recruits sales)
c) a director with 50 active unit members, who averages
monthly personal sales of $500, personal recruits sales of
$5,000, and total unit sales of $ 9,500. Assume she recruits
three new consultants every third month, which entitles her
to recruiting bonus of $ 200 per quarter. (Apply a 12%
commission to recruits sales and a 11% commission to total
unit sales. Also add in a monthly production bonus of
$700).

2. Based on these calculations, what components of the financial

incentives program appear to be the primary motivation for the
sales force?

6
 3. Describe a typical VIP consultant in terms of

 Demographics
 Income
 Management responsibilities

4. Recommend a set of changes to the VIP car program that will

improve overall sales force effectiveness at Mary Kay. Consider
the motivational risks and cost effectiveness of your proposal as
well as how they could be implemented. Be as specific as possible.

1200 - 1230 Break

1230 - 1400 RETAIL MANAGEMENT

QAISER R SHEIKH

Instructor Venue: Auditorium B-3

Teaching Assistant: Ansa Naveed

Topic: Merchandising and Operations

Case: Service Sales Corporation (SSC)

Read: The Hidden Risk of Cutting Payroll

1400 - 1500 Lunch break

1500 - 1630 CORPORATE GOVERNANCE

KHALID A MIRZA

Instructor Venue: Auditorium B-3

Teaching Assistant: Muhammad Ali

Topic: Massive Accounting Fraud

Read: Adelphia Communication Corp.’s Bankruptcy

1630 - 1730 Break

1730 - 1900 CONSUMER ANALYTICS

GHUFRAN AHMAD

Instructor Venue: Auditorium B-3

Teaching Assistant: Haseeb Asif Bajwa

Topic: Factor Analysis: Case Study and Class Exercise

7
 Case: Homezilla

Read: Chapter 19 of Malhotra and Dash (Supplementary)

THURSDAY, OCTOBER 01

0830 - 1000 FINANCIAL INSTITUTIONS

SAMIR AHMAD

Instructor Venue: Auditorium B-3

Teaching Assistant: Madiha Khurshid

Topic: Venture Capital Industry

Case: Chrysalis Capital: Venture Capital in an Emerging Market

Read: Note on New Venture Financing

1000 - 1230 Break

1230 - 1400 MANAGING WORK PLACE DIVERSITY

GHAZAL ZULFIQAR MIR

Instructor Venue: Auditorium B-3

Teaching Assistant: Madiha Khurshid

Topic: Best Practices in D&I Leadership

Read:

1. Great Leaders Who Make the Mix Work –

2. Tumblr: The All Male Panel
https://allmalepanels.tumblr.com
3. “Lean In” Messages and the Illusion of Control

Assignment:

1. Why do leaders care about D&I?

2. What are some observed gender differences in leadership styles?

3. What do you think is the best way to institute D&I?

4. What are the broader issues with all-male-panels?

5. What may be problematic about the “Lean In” message?

8
1400 - 1730 Break

1730 - 1900 MANAGING IN THE INFORMATION AGE

M. UMAR ZAFAR

Instructor Venue: Auditorium B-3

Teaching Assistant: Anmol Ahmed

Topic: Leveraging Information Technology for Business Success

Case: Enterprise IT at Cisco

Assignment:

1. How had the IT function evolved at Cisco in terms of organisation

and role?

2. How would you assess Boston’s decision to hold off all IT projects
until underlying data and infrastructure issues were addressed?

3. What would be your advice for striking the right balance between
complete centralization and decentralization at Cisco for IT?

Read: Designing and Managing the Information Age Architecture

FRIDAY, OCTOBER 02

0900 - 1300 SUPPLY CHAIN MANAGEMENT

SHAKEEL S JAJJA

Instructor Venue: Auditorium B-2

Teaching Assistant: Madeeha Khursheed

Topic: Demand, Supply, Network and Risk Management

Case: Global Supply Chain Management

Read: Making Supply Meet Demand in an Uncertain World

1300 - 1430 Break

1430 - 1600 DIGITAL MARKETING

ANWAR KABIR

Instructor Venue: Auditorium B-3

Teaching Assistant: Muhammad Ali

9
Topic: Role of Wireless in Digital Media Strategy

Case: The NFL’s Digital Media Strategy

Assignment:

1. What is the NFL Media group’s general strategic direction? What

are the key drivers of its success to date? And what are threats?

2. What, is your view, is the preferred way of managing digital

operations for a sports league-and of managing traditional versus
new media channels?

3. The NFL pursues both exclusive and non-exclusive partnerships in

the digital space. What are the advantages and disadvantages of
each?

4. When it comes to the wireless market, the NFL can work with
broadcasters and/or carriers. What are the advantages and
disadvantages of each type of partner?

5. If you were Rolapp, which of the three strategic approaches

described in the case would you pursue? Does the Commissioner’s
goal of reaching $25 billion in revenues by 2027 play a role in
your decision? And how would you “sell” your decision to the
NFL team owners?

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